So far you’ve built a solid report with customer, taken the time to understand their needs, and now it’s time to present. One the biggest things to keep in mind when presenting is to focus on benefits not features. For example a feature is an 8-megapixel camera, a benefit is it takes pictures as good as most digital cameras. Benefits focus on what the customer gets out of the product while features are just that, the feature of the product. Once again mirroring comes into play; if the custom is interested specs & stats, then by all means give them specs & stats. Be cautious however not to rattle off too many stats if the customer doesn’t show interest. Having a live demo or at least a dummy phone for the customer to hold is extremely important.
Always start the presentation determining the proper rate plan (unless of course the customer is only interested in the phone) then move on to the phone. This way you first tackle the sensible portion of the sale and end with what is typically the emotional part of the sale, the handset.
In general you want to give the customer enough information to sell them on the product but not too much that they need to think about or talk it over with someone else. Pay attention to the customer, read there reactions, listen to what they are saying don’t just rattle of the same rehearsed pitch every time.